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Distribution of Life Assurance and Investment Products: The Scottish Mutual Life Assurance Industry

Angus W. Laing (Lecturer in Marketing at the Centre for Management Studies, University of Aberdeen, Scotland.)

International Journal of Bank Marketing

ISSN: 0265-2323

Article publication date: 1 June 1994

814

Abstract

The Financial Services Act (FSA) has had a major impact on the distribution strategies of life assurance companies in Britain. In particular it has led to a shift away from reliance on a single independent channel of distribution, towards a multi‐channel approach with the life company exerting direct control over the distribution process. The Scottish‐based mutual life companies faced particular difficulties in responding to the changed environment because of the particular characteristics of these offices. Examines the particular responses of the Scottish mutual life companies to the FSA.

Keywords

Citation

Laing, A.W. (1994), "Distribution of Life Assurance and Investment Products: The Scottish Mutual Life Assurance Industry", International Journal of Bank Marketing, Vol. 12 No. 4, pp. 25-31. https://doi.org/10.1108/02652329410058012

Publisher

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MCB UP Ltd

Copyright © 1994, MCB UP Limited

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